By CMR Institute
Healthcare sales professionals need to develop a deep understanding of the issues affecting their ACO customersbefore they meet in person, says Jeff Farber, MD, CEO, Mount Sinai Care (ACO), and Chief Medical Officer, Mount Sinai Health Partners (MSO).
In this brief video, Dr. Farber explains some of the research that healthcare sales teams should conduct so they can forge meaningful relationships with their customers.
Who is on the ACO’s executive team?
- How is the ACO organized? Is it managed by a medical practice, a health system, a health plan, or an integrated health system with a health plan?
- How has recent merger and acquisition (M&A) activity affected the structure of the ACO?
- Is the ACO involved in any “soft” alliances with health systems or health plans in the market?
Hear more from Dr. Farber during the Jan. 16th Market Access from the MD Perspective webinar and at the upcoming ACOs and Industry: A Collaboration for Value conference, March 26-27, 2015 in Minneapolis.